SBUS41940 Negotiations-Changing the Game

Academic Year 2024/2025

This module equips participants with both the practical skills and theoretical understanding required to be a better negotiator, regardless of your current level of ability. It presents a universally applicable approach to negotiation and explores a variety of negotiation contexts. There is a particularly strong focus on creating value and claiming an attractive share of the value at the negotiation table. Participants will acquire skills and tools for defending their interests and achieving their goals through successful negotiation with their customers/clients.

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Curricular information is subject to change

Learning Outcomes:

LEARNING OUTCOMES
On successful completion of this module, participants will have:

• Understand the underlying structure and dynamics of various negotiation settings
• Prepare a negotiation strategy before entering negotiations
• Create value in negotiations and claim an appropriate share of that value
• Bargain effectively in negotiations where value creation is not possible
• Manage emotions and people problems at the negotiation table
• Increase their power at the negotiation table.
• Apply negotiation planning and strategy to real-life business negotiations


Student Effort Hours: 
Student Effort Type Hours
Lectures

16
Specified Learning Activities

40
Autonomous Student Learning

60
Total

116
Approaches to Teaching and Learning:
The module has a detailed study guide. Students are required to complete the module pre-reading or pre-work prior to attending the seminar sessions. The sessions themselves will be a combination of lectures, group discussion, in-class presentations, case study discussions and classroom exercises. A heavy emphasis in the seminars is on teasing out the implications of theory for practical application in a workplace context.

 
Requirements, Exclusions and Recommendations

Not applicable to this module.


Module Requisites and Incompatibles
Not applicable to this module.
 
Assessment Strategy  
Description Timing Open Book Exam Component Scale Must Pass Component % of Final Grade

Not yet recorded.

Carry forward of passed components
Yes
 
Remediation Type Remediation Timing
In-Module Resit Prior to relevant Programme Exam Board
Please see Student Jargon Buster for more information about remediation types and timing. 
Feedback Strategy/Strategies

• Feedback individually to students, post-assessment

How will my Feedback be Delivered?

Written feedback to be provided within 20 days of assignment deadline.